insurance
Sales Assessment Results
44
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's cut to the chase—your performance in this test was lackluster, averaging only 4.4. It’s clear that while you have some awareness of the sales landscape, you’re missing the mark on several critical techniques. Your responses show a tendency to acknowledge concerns without diving deeper into solutions or engaging in meaningful dialogue. This isn't just about nodding along; it's about fostering relationships and providing real value. You need to step up your game in solution-focused selling and consultative selling. These approaches will help you uncover real insights about your prospects' needs and how your offering can address them.
Consistency is key, and right now, you’re consistently falling short in building rapport and showcasing your unique value. Instead of just stating the obvious, like the absence of hidden costs, you need to illustrate why your solution is the best choice. You also need to work on your professionalism—informal language can turn prospects off.
If you're serious about improving, dig into the SNAP Selling and Value Selling techniques. They’ll help you communicate clearly and emphasize your solution's alignment with the prospect's needs. Remember, selling is about crafting a compelling narrative that resonates with the customer, not just pushing features.
Here’s your coaching moment: Think of every prospect interaction as a collaboration, not just a transaction. Ask the right questions, listen actively, and demonstrate genuine interest in their challenges. This is how you build trust and ultimately drive sales. It’s time to elevate your game and turn these opportunities into victories.
Question Breakdown
1.
3
/ 10Question:
"We’re currently evaluating our budget for the next fiscal year, and I'm not sure we can accommodate this expense right now."
Answer:
I totally get where you're coming from, but what would happen if the scenario came that you DID need that coverage and didn't have it in place? Is that an expense you can accomodate?
Feedback:
The response does acknowledge the prospect's concern, but it lacks a solution-focused approach and doesn't explore the prospect's budget constraints further. Instead of challenging them with a hypothetical situation, it would be more effective to ask questions that uncover their current budget priorities or gaps in coverage. Additionally, framing the potential need for coverage as a risk could be perceived as pressure rather than helpful. Overall, it misses an opportunity to build rapport and collaborate on finding a viable solution.
2.
4
/ 10Question:
"Our current insurance provider has been serving us for years; why should we switch now?"
Answer:
I understand your desire for consistency. What if you were able to get that same level of service (if not better) at a cheaper price?
Feedback:
The response acknowledges the prospect's loyalty to their current provider, which is a good start. However, it lacks depth in addressing the specific reasons behind their hesitation to switch. Instead of immediately suggesting a cheaper price, it would be more effective to explore the prospect's current satisfaction with their provider and any potential gaps in service or coverage. Asking open-ended questions about their experiences and what they value most in their current relationship would demonstrate active listening and curiosity. Additionally, emphasizing the unique value your offering provides, rather than just a lower cost, would strengthen the argument for making a change.
3.
5
/ 10Question:
"I need to ensure compliance with our internal policies before considering any new solutions."
Answer:
For sure! We have compliance teams fully dedicated to just that. What specifically is your concern in regards o compliance?
Feedback:
The response acknowledges the prospect's concern about compliance, which is a positive start. However, the answer could be improved by being more proactive in addressing the compliance issue rather than simply asking for the prospect's concerns. It would be beneficial to provide specific examples of how your company has successfully navigated compliance requirements for other clients or how your solution aligns with industry regulations. This would demonstrate your expertise and build credibility. Additionally, correcting the typographical error in 'regards o compliance' to 'regards to compliance' is essential for professionalism. Overall, incorporating more detail and confidence in your compliance support would strengthen the response.
4.
4
/ 10Question:
"What kind of ROI can we realistically expect, and how do we measure that over time?"
Answer:
I like where your head's at. With the cost of burials doubling every 10 years, and insurance costs increasing every single year with both your age and inflation, the sooner you buy, the cheaper it is. We can cross reference burial costs with inflation, combined with your age over time to show you real time savings
Feedback:
The response touches on the cost implications of burials and insurance, which is relevant, but it fails to directly address the prospect's concern about ROI and measurement. Instead of providing a hypothetical scenario, it would be more effective to offer concrete examples of ROI from previous clients or case studies. Additionally, explaining how the ROI can be tracked over time with specific metrics would provide clarity and credibility. While the mention of inflation and age is important, it should be framed within a broader discussion of the value proposition and measurable outcomes of the service. Overall, the answer lacks a structured approach to quantifying ROI clearly, which is critical in addressing the prospect's objection successfully.
5.
4
/ 10Question:
"How will your solution integrate with our existing systems without disrupting our daily operations?"
Answer:
I'm sure it will. We haven't had a single issue with integration since our founding. what specific issue do you have in mind?
Feedback:
The response attempts to address the concern by asserting confidence in the integration process, which is a good start. However, it lacks depth and specificity. Merely stating that there haven't been issues since founding does not provide the prospect with meaningful reassurance or examples. It would be more effective to elaborate on your integration process, perhaps by sharing relevant case studies or examples of successful integrations with similar clients. Also, the phrasing "what specific issue do you have in mind?" could come off as somewhat defensive; a more collaborative approach would be to ask open-ended questions about their current systems and potential concerns to foster a more engaging dialogue. Overall, the response needs to demonstrate more understanding and provide tangible evidence to support the claim of seamless integration.
6.
5
/ 10Question:
"Can you explain the hidden costs that might arise after implementation?"
Answer:
There are actually no hidden costs to this product. with prices going up every year, you actually have the opposite of an opportunity cost. Additional to this, there are zero hidden fees, and the price you see now is the highest you will ever pay, guaranteed.
Feedback:
The response attempts to address the objection by asserting that there are no hidden costs, which is a positive start. However, it lacks depth and fails to provide context or examples that would help build trust with the prospect. Simply stating that there are no hidden fees may come off as dismissive of the prospect's concerns. A more effective approach would involve acknowledging the prospect's worries about hidden costs and perhaps explaining how your pricing structure works in more detail. You could also provide examples of past clients who benefited from this transparency, reinforcing your credibility. Overall, the response could be more collaborative by inviting the prospect to share specific concerns about costs, thus fostering a more engaging dialogue.
7.
5
/ 10Question:
"We have a large committee involved in this decision; how do you help navigate internal buy-in?"
Answer:
We would love to work with all possible concerns of the committee. We have already built out a detailed explanation of every facet of the product, and have a help line attached to address any possible concerns that may arise
Feedback:
The response acknowledges the prospect's concern about the large committee, which is a good first step. However, it lacks a proactive approach in addressing how you specifically facilitate the decision-making process. Instead of simply stating that you have detailed explanations and a help line, it would be more effective to offer strategies for engaging with the committee, such as providing tailored presentations, facilitating meetings, or offering to answer specific questions from committee members. Showing a collaborative approach and understanding of the challenges associated with gaining internal buy-in would strengthen your response. Additionally, inviting the prospect to share the most pressing concerns of the committee could foster a more engaging dialogue and demonstrate active listening.
8.
4
/ 10Question:
"Considering our current economic climate, is this the right time to invest in additional insurance options?"
Answer:
It definitely does feel like a shaky economy at the moment, but the reality of life insurance is that it actually doubles in cost every 10 years, while also being the most consistent product of all time. So the sooner an investment is made, the cheaper it will be
Feedback:
The response acknowledges the prospect's concern about the economic climate, which is a positive start. However, it does not effectively engage the prospect in a dialogue about their specific situation or needs. While mentioning the rising costs of life insurance is relevant, the response lacks a deeper exploration of how your solution can provide value or security during uncertain times. It would be more effective to ask the prospect about their current coverage, needs, and any potential risks they perceive in delaying their investment. Additionally, incorporating a discussion about the benefits of having insurance during economic downturns could further strengthen your argument. Overall, while the statement presents a fact about costs, it misses an opportunity for a more nuanced conversation that builds trust and rapport.
9.
6
/ 10Question:
"If we proceed, what kind of support can we expect during the onboarding process?"
Answer:
we will have an agent walk you through the entire process step by step, ensuring clarity, and ready for any questions you may have. Have you had any specific issues with onboarding historically that you have in mind when you ask that?
Feedback:
The response provides a good starting point by assuring the prospect that an agent will guide them through the onboarding process step-by-step, which addresses their concern for support. However, it could be enhanced by detailing what specific support elements are included, such as training sessions, resource materials, and ongoing assistance beyond the initial onboarding. Additionally, the question about past onboarding issues is a positive curiosity-driven approach but could be more inviting by framing it in a way that encourages the prospect to share their experiences or concerns. Overall, while the intent is collaborative, providing a bit more detail on the onboarding support would strengthen the response and build further confidence in your commitment to their success.
10.
4
/ 10Question:
"We've had a bad experience with a prior vendor; what guarantees can you provide regarding your service levels?"
Answer:
That sucks! We have our best people ready to help at all times and checking in on all of our customers to ensure a high level of satisfaction and address any concerns that may arise. What specifically made this past experience negative?
Feedback:
The response begins with an informal and somewhat unprofessional remark, "That sucks!", which may alienate the prospect rather than build rapport. While it does express a commitment to customer service by mentioning that your best people are ready to help, it lacks concrete guarantees or specific examples of how your service levels differ from the previous vendor. Additionally, the follow-up question is a good attempt to uncover more information about the prospect's negative experience, but it would be more effective to suggest how your service can prevent similar issues in the future. Providing specific assurances—such as service level agreements, response times, or customer success stories—would enhance credibility and trust. Overall, the tone and lack of specific guarantees detract from the overall effectiveness of the response.